Creating a High Performance Sales Organization
Most client connections are developed (or not) very early in the sales process. This course will uncover how your inherent selling style impacts different buying styles and how you can work to use different strategies to connect with different clients. You will be grounded in some key beliefs about the sales process and learn to facilitate a productive “first meeting” with a client so they leave feeling understood and we leave with some clear next steps. The use of tools and role playing will reinforce the material presented.
Upon successful completion of this course, participants will be able to:
A.Understand how buyer and seller behaviors impact the sales process.
1.Learn more about their own unique selling style.
2.Identify characteristics of 4 unique buying styles.
3.Quickly profile a customers buying style.
4.Develop and apply engagement strategies to better connect with all 4 buying styles.
B.Understand the Key Beliefs of the sales process.
1.Salespeople and clients want the same thing.
2.Intent counts more than technique.
3.Solutions have no inherent value.
5.World class inquiry precedes world class advocacy.
C.Drive the right conversations with clients early in the sales process.
2.Identify and prioritize business issues.
3.Back away from the solution.
4.Gather evidence and impact data.
5.Explore context and constraints.
6.Identify client resources.
7.Understand the decision making process.
8.Discuss next steps.
1. Khalsa, Mahan & Illig, Randy, Let’s Get Real or Let’s Not Play, Copyright @ FranklinCovey Co., 1999, 2008. ISBN 978-1-59184-226-2.
2. EVERYTHING DiSC Sales Interaction Guide
3. Mutual Exploration Tool
April 14 & 21, 2017
8:30 a.m.-4:30 p.m.
CSU's Monte Ahuja College of Business, 1860 E. 18th St., Cleveland, OH 44115 (map)
Corporate, CSU Student, Alumni and Organization membership discounts available!
Competency-Based Professional Development: Our programs increase learner retention through application, which results in a more productive workforce. Students demonstrate their competence by successfully completing a course assessment.
All Inclusive: Each course delivered at CSU includes materials, pre-test and post-test, coffee, snacks, lunch and convenient, on-site parking.
Educated and Experienced Instructors: Our instructors bring years of real-world, classroom and CPA, CFA, SHRM, PhD and MBA experience. Many hold leadership positions in northeast Ohio organizations and have taught at the graduate and undergraduate levels.
Cost-Effective: The course is designed to minimize travel expenses and time away from work.
Convenient: Flexible schedules are not only an attractive option, but a necessary for busy professionals.
Networking Opportunities: Learn from instructors and colleagues who have a variety of industry experiences to share.
Audit option: Students have the option to audit a course they have already attended at no charge within one academic year. Interested students must notify the ProDev office requesting to audit a course a minimum of 10 business days prior to the course start date to ensure there is enough seating. Audit students are responsible for their own parking and lunches. New materials will not be provided.
Corporate, Custom Availability: Can be custom-tailored to the needs of your organization to provide skills your workforce can apply immediately as a corporate training if requested.
No refunds will be issued if notification is not received seven business days prior to the first day of class. Registrants who cancel will receive a refund, less a $50 processing fee, if we receive written notification a minimum of seven business days prior to the first day of class.